Shakespeare wrote about time; others think about time, and many complain about how time is racing them by. However, few people do anything to make the best use of time when negotiating. Time management is important because the outcome of any negotiation is dependent upon how well you have used your time before you deliver your message during the deal.Read More
Twenty years ago, one of the favourite words used by business gurus and keynote speakers at conferences was – a paradigm shift. Today you would think it is a button on a Tesla motor car. Now, a new hot word has appeared – archetype!
People ask at conferences or meetings are there negotiation archetypes? The answer is yes.Read More
I recently had the pleasure of being on a panel discussion in Australia on the impact of human intelligence (Hi) and artificial intelligence (Ai) and creating a competitive edge by combining both. The main question is always “where do we start”? Start with your strategic goals. Ai and Hi are most successful when you use them to solve a problem or leverage an opportunity. A key message was - technology is an enabler, but success depends on leader’s ability to use technology and people together.Read More
Spend a moment thinking about the messages you received about winning as you were growing up. Think about sport, study, games, finances, and career. Think about your friends’ attitudes to these activities too. It’s probable that most of you are conditioned to think that winning, in any competition, is the most important part of the game.Read More
Over the past 25 years I have enjoyed working with individuals and teams on live negotiations in Singapore, Malaysia, Hong Kong and China.
Cultural differences in negotiations tend to occur because we overlook or ignore small differences that can be amplified into major issues.Read More
At the end of a failed negotiation too many people blame bad karma for the result. Often they failed because they got to the negotiation table too quickly. The rush was to negotiate, where it should be to prepare.Read More
Clearly in most negotiations involving technology it is becoming harder for negotiators on the supply side to show the strategic value of the technology to organisations on the buying side.
Clarity is required not around the features and benefits, but around the value piece.Read More
Recently, I worked with a team on a live negotiation with a private hospital. The deal was for medical supplies and drugs worth about $25 million a year for a three-year contract.
During the preparation I noticed two behaviours in the team. First, team members could not focus on preparation. The culprit being constantly handling their smart phones. Second, how quickly the team’s energy levels dropped during the day.Read More
You will at times have problems with your major accounts or an issue will arise at a critical negotiation; re-think your approach and frame your response in possibilities and not what can’t be done.Read More
We went from Australia to New York, Krakow, Warsaw, Paris, London, Dubai and then back to Sydney. The preparation for 5 people to travel that distance in a month was extraordinary.
However, it also meant that as problems arose, as they did, we were able to change our mind quickly, because of the preparation. Often working on live negotiations the more we prepare, the more we play with ‘what if’ possible solutions. The more we role play, the more we test possible ways of dealing with problems. This means that we can start negotiations not focused on stated positions, but examining the common ground that exists between all parties. We become a problem solver and solutions happen quicker.Read More
Farm life has many lessons for the agile negotiator. As some of you know, my wife, 3 daughters and I own a farm 2 hours of north of Sydney in the beautiful Hunter Valley. It is a lifestyle farm of nearly 13 acres, river frontage and a handmade timber and mud-brick house. A great place to recharge and reflect on life. It also helps to have one of the most popular vineyards in the Hunter Valley, Camyr Allyn, http://www.camyrallynwines.com.au/ just up the road.Read More